Head of Enterprise Sales - AI Biotech SaaS (Remote)

Benchling; New York (NY); Remote; USD 182,000 - 247,000; Full time

Job summary

Benchling seeks a senior leader to run the Enterprise AEs team, accelerating pipeline with top biotechnology accounts. You will own the full sales cycle from qualification to close, driving new logos and expansion through value selling and executive engagement.

You will coach sellers, build cross-functional partnerships with Solutions Consulting, Customer Success, and Legal, and shape GTM strategy based on customer insights.

Qualifications

• 10+ years of enterprise SaaS sales experience, including 3+ years managing a team of field AEs focused on a small number of large, complex global accounts (1-5 each).
• Track record of consistent quota attainment, as both a seller and a leader.
• Proven experience running a measured weekly pipeline generation cadence and driving AE self-sourced pipeline.
• Experience leading value-based sales cycles using MEDDICC or a comparable framework.
• Experience closing large, multi-stakeholder deals through procurement, legal, and security review.
• Experience with expansion, renewal, or consumption-based models in an installed base.
• Strong communicator who can engage scientists, project leads, and executives.
• Demonstrated commitment to coaching and developing sellers.

Responsibilities

• Recruit, coach, and develop Major Account Executives who can win new logos and expand existing accounts through value selling and executive engagement.
• Drive a weekly, measurable pipeline generation motion, with an emphasis on AE-sourced pipeline supported by events, inbound, and marketing.
• Own forecast accuracy, deal inspection, and account planning across the team.
• Build and maintain executive relationships with C-level and VP-level stakeholders across multiple divisions.
• Coach AEs through complex buying journeys, including procurement, legal, security review, and multi-stakeholder consensus building.
• Partner across Solutions Consulting, Customer Success, Product, Marketing, and Legal to deliver outcomes for customers and the business.
• Bring customer insight back to the company to sharpen GTM strategy, messaging, and collateral.

Skills

Enterprise SaaS

Team leadership

Quota attainment

Pipeline generation

MEDDICC

Stakeholder deals

Executive engagement

Coaching

Education

Bachelor in life sciences

Advanced degree

Job description

Benchling seeks a senior leader to run the Enterprise AEs team, accelerating pipeline with top biotechnology accounts. You will own the full sales cycle from qualification to close, driving new logos and expansion through value selling and executive engagement.

You will coach sellers, build cross-functional partnerships with Solutions Consulting, Customer Success, and Legal, and shape GTM strategy based on customer insights.